The last time we talked about showrooming, I referred to a Harris Poll that exposed a conflicting behavior among shoppers.
The behavior? “Most” people (70%) say they showroom because of price, yet they often buy locally even if it means having to pay a slightly higher price.
That’s right, 70% didn’t choose solely on price. Once again, buyers say one thing, but when convenience and access to local expertise enter the picture, they often behave differently at purchase time.
The survey’s findings echo my buying tendencies – which surprised me a little. Shopping is not an endorphin releasing event for me. I’ll *always* buy from a store that is easier to get in, find what I need and get out of, even if it’s a little more expensive than a competitor whose shopping experience is cumbersome, time-consuming or just plain difficult.
Do you feel the same way about the brick and mortar stores you visit? If so, why would you expect your customers to feel any different when they compare shopping locally to shopping online?
In the last piece, I didn’t mention that the WalMart moving boxes were cheaper. What I did tell you was that they couldn’t tell me if they had them in stock unless I placed an order and waited “a few hours” for an email or a text message. Not convenient.
Claiming that price is the sole or dominant cause of showrooming appears to align with how people shop early on, but it seems research “forgets” to follow behavior all the way to the actual purchase. Recent research is showing that showrooming starts because of price but continues for convenience – so be careful about discouraging it.
That good shopping experience
Can shoppers have a “good shopping experience” at your online store? Can they buy and have it delivered? Can they have it reserved and ready to pick up?
You might be thinking “What a hassle. I never had to do this before. Why should I start now?” While you’re probably right, that’s exactly what big box online stores hope you’re thinking.
Have you asked your customers if they have a smartphone? Have you asked them if they use it to visit your store? Have they ever walked into your store to buy something and found you didn’t have it in stock?
What seed does that plant in their mind? What will they think about coming to your place the next time?
These things matter everywhere, not just in urban locales. Fuel and time are costs people like to avoid. When your store or website causes them to waste either one, it doesn’t help you to become (or remain) the main place they shop.
The moving boxes again
Remember that cumbersome moving box shopping experience I mentioned earlier? What happened *before* I drove to Home Depot?
- I ran out of boxes…but it was more complex than that.
- I ran out of boxes in the evening when my local stores were closed.
- I ran out of boxes on a holiday weekend when the local UHaul stores were closed.
- I shopped at another big retailer’s site that couldn’t tell me if they had boxes in stock.
- I shopped at Home Depot’s site, which told me exactly what they had (and didn’t).
My experience online reflects some of the complexities and frustrations of your customers’ lives when they shop in your store.
That frustration is also what drives people online – where they are often frustrated by your web store.
Take everything away that a local store can provide that online shopping rarely provides – and you’re left with the local equivalent of Amazon.com, without reviews and (probably) with a slightly higher price.
Is that what shoppers want? What aren’t they getting *prior* to making a buying decision?
Just looking
Think about why we say “Just looking” when we enter a store. Sometimes it might be because we’re just looking, but we often say it by reflex. If you really are there to buy something, I’ll bet “Just looking” pops out for one of these reasons:
- Because most of the floor employees know less about what we came there to buy than we do.
- Because you’ve already done your research and made up your mind.
- Because you don’t want someone following you all over the store.
Is that why your customers say it? Next time, some things you can do about showrooming.
Want to learn more about Mark or ask him to write about a strategic, operations or marketing problem? See Mark’s site, contact him on Twitter, or email him at [email protected].